In this episode of In The Money, we sit down with David Gaylord, Co-Founder & CEO of Bushbalm, one of the fastest-growing skincare brands in North America and a case study in how disciplined, product-led consumer companies scale from zero to tens of millions.
David breaks down the real economics behind building a modern beauty brand, from pricing and margins to channel contribution and how Bushbalm engineered a high-retention, high-LTV product ecosystem in one of the most competitive categories in consumer.
We dive deep into:
How Bushbalm identified a massive underserved problem and built a category around it
The real margin structure of creams, serums, and body-care products
How the brand expanded from pure DTC into retail and professional channels
What contribution margin looks like across DTC, Amazon, pro, and retail
CAC, LTV, attribution, and the creative strategies that actually work
Why subscription only explains part of their LTV and what really drives the rest
How David thinks about scaling SKUs, line extensions, and operational complexity
What coming from Shopify taught him about building a brand from scratch
If you're a founder, marketer, operator, or investor looking to understand how real consumer brands build durable revenue, this is one of the most tactical conversations of the year.